Why Substance + Form = A Winning Investor Pitch



It is often said that ‘it’s not what you say but how you say it that matters’. When it comes to investor presentation documents, substance will always triumph over style. If, however, your documents are unprofessional or unclear you run a very real risk of not getting funded.

An investor may pass on the opportunity of funding you if your executive summary, deck or business plan aren’t up to scratch because:

·     You have missed out key information;

·     It is not clear to them how your business will generate revenue;

·     They believe that your inability to prepare professional looking documentation will mean you will do the same for  a prospective customer or client; or

·     You simply couldn’t bothered to create investor focused documents.

So while an investor will always primarily focus on numbers, team, execution, sales strategy etc, remember that the key to a successful pitch is great substance and great form.

Reprinted by permission.

About the author: Martin Soorjoo

Founder of The Pitch Clinic, Martin Soorjoo is a pitch strategist. He coaches entrepreneurs world-wide, helping them launch and raise funding. Prior to founding The Pitch Clinic, Martin spent 15 years as a former award winning attorney. He has worked with start-ups and investors, including senior investment bankers, venture capitalists and angel investors. During this period Martin raised several million dollars, including negotiating one deal worth $75 Million. This experience has equipped him with unique insights into the challenges start-ups face and how investors make decisions. He is a Certified Master Practitioner of Neuro-Linguistic Programming (NLP) and an expert in body language.

Martin is the author of ‘Here’s the Pitch‘.

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